An alternative question is not only one of the many ways to construct a sentence in Russian. It is also a powerful psychological tool, widely used in practice in sales, the media, and simply when trying to convince someone of something, to achieve the desired reaction from the interlocutor. In order not only not to fall for the "hook" of alternative questions, but also to use them yourself, you must first understand what they are.
General definition
The name " alternative question" speaks for itself. Obviously, this is a question that involves choosing between some two (or more) alternatives. That is, the speaker, as it were, allows the listener to choose from what he himself offers, without giving the opportunity for his own version. Because of this, the listener involuntarily feels pressure and even chooses an option that he does not like, just because the alternative is even worse.
How to ask an alternative question?
Here are a few principles and patterns that will allow you to ask the right question andachieve the desired reaction of the interlocutor:
- First of all, an alternative question is not an ultimatum. You can’t put it like this: “Either you stop behaving like that, or I’m leaving!” A person naturally reacts to an ultimatum in one of two ways: either he is looking for a way to get around it, or he acts in spite of the questioner. An alternative question, unlike an ultimatum, does not plunge the answerer into stress, but, on the contrary, preserves a sense of comfort zone around him: "Would you prefer that I leave, or should we reconsider this model of behavior together"?
- A question containing an alternative is always an extremely polite remark. The slightest rudeness, and the interlocutor will feel the catch. Simply put, instead of "What do you want?" should be asking "Which of these options would you prefer?" instead of "You have to choose!" - "If I had to choose…".
- If you use an alternative question in communication with people you know, in an informal or not very formal setting, hardly anyone will be against it. However, if you try to abuse the ability to limit the listener in options, using this question as a weighty argument, you will most likely have to hear an accusation of sophistry.
Following these three principles, you can use the alternative question more than successfully.
Application in the art of selling
The marketplace is the best place to find alternative question examples. Most often, buyers come across, for example, such"hooks":
- Would you rather place your order now or over the phone? - ignoring the possible desire not to place an order at all.
- How will it be easier to draw up a contract - on your own or with the help of our specialists? - without giving the choice not to draw up a contract at all.
- Will you buy the product now at a discount or check back later and pay full price? - deciding in advance for the respondent that he will certainly buy the goods.
Sometimes alternative questions help insecure clients, but more often they lead them away from a solution that is really good for them. However, buyers can turn this trick to their advantage if they are careful and attentive.
Application in psychology
Alternative questions help psychologists much more than others. And if in the past, helping insecure clients was only a secondary goal, in psychology it becomes the main one. For example:
- Would you rather talk about it yourself or answer my questions? - leaving no choice not to tell at all.
- Do you want to talk about it now or later? - except for not speaking at all.
- Would you like to continue this conversation now or come back to it later? - not taking into account the possible desire to leave the topic forever.
